to take patience and understanding to take down
those barriers.]
A:“Well, Ms. Seller, I would like to mail you my business
card just in case you need some advice or help down
the road, would that be okay?”
S:“I guess.”
A:“This is your mailing address, isn’t it?”When you follow up in a few days, they should be a bit
more relaxed with you because they are familiar with you,
but that’s not always the case. It may take a few follow-up
calls to completely break down the defense barriers for a
tough seller, but once it’s done, you can continue with the
close for the appointment and get the listing.
Be Persistent
Even if the seller is rude, and I mean RUDE,do not give
up on them. Selling a home is often very frustrating and
overwhelming. If you show that you are persistent and
understanding it will pay off in the long run when they
give up.
Here’s a story that I use as a great example on why you
shouldn’t give up on the tough ones. One of my tough
FSBO sellers, whom we’ll call Stacy for this story, had al-
most convinced me to give up on her. The first time I called
her I said, “Hi, this is John Maloof...” but then, before
I could finish, she butted in and said, “#@*! off!”, excuse
my language, and hung up on me. I asked myself, “Should
I keep this FSBO in my Journal or just cross her off right
now?” Well, with discipline, I kept her in the FSBO Jour-
The Real Estate Agent’s Guide to FSBOs